OverviewEssential Functions & ResponsibilitiesManager, Key Customer Accounts As a Manager, Key Customer Accounts you will be responsible for selling and maintaining corporate accounts associated with Arcwood's customers while partnering with Regional Sales teams, with travel up to 50% of the time.
- Prioritizes health and safety by adhering to policies, processes, and maintaining safe practices at all times
- Partners with Regional Sales organizations to call on corporate EHS, product lines, purchasing professionals and technical buyers to procure an understanding of both local and corporate-wide needs; works with Sales team to satisfy the local customer location needs
- Calls on divisional, regional and corporate executives to develop a broad range of professional services opportunities (expected target of $25-45 million per year) and builds strong relationships with customers to protect current business while hunting to expand share of wallet at current customers and win new logos for Arcwood
- Partners with Sales, Marketing and other Corporate Account Managers to create a more focused approach to sales including account targeting, developing tactical plans, proposal offerings and contract creation within the Company's current and new targeted customers priority segments
- Utilizes strong negotiation skills during the execution of agreements and service offerings
- Manages business support staff to maintain appropriate scheduling, proposal preparation, timely responses to customer questions and complaints and assures all are satisfactorily addressed
- Cultivates positive relations for the Company through participation in community and government activities; serves on related committees as appropriate
- Remains updated on all competitors' offerings, including products and services
- Trains, coaches, mentors and develops Account Managers to ensure reliable and continuous performance in accordance with the talent strategy, succession plan, and partnering program
- Develops professional presentations for distribution to our customer's senior executives
- Acts as a leader within the Company, utilizing their vast experience and knowledge to impact growth and management of the profitability of the organization
- Serves as a liaison between Sales, Operations, Customer Service and our customers
- Attends and participates in Sales meetings and training programs; represents Company at trade shows and conventions, Chamber of Commerce and other trade and professional associations
- Stays informed on major environmental regulatory changes and industry trends as well as competitive conditions to work with customers and to develop customer solutions as needed, requested or identified
- Develops and achieves established annual sales revenues budget within prioritized customer segments
- Collaborates with Arcwood assets and partners to meet customer sustainability initiatives through innovative solutions
- Prepares, submits, and interprets periodic reporting on activities, sales volume and expenses; manages and controls sales expenses and ensures the timely submission of business expenses
- Maintains the ability to travel up to 50% of the time, with overnight stays required
- Takes on additional duties as assigned to support the team and organization
Education- Bachelor's degree (required)
- MBA or similar advanced degree (preferred)
Experience- 6+ years of general business, sales or account management experience, including 3+ years in the environmental industry / business development (required) -OR-
- In lieu of industry experience, 15+ years of general business sales or account management experience (required)
Benefits, Compensation & Workforce DiversityArcwood offers stability you can count on and opportunities to grow. We provide steady work, competitive pay, and above-market benefits that reflect the importance of what we do. As we continue to grow, you'll have the chance to build skills, take on new challenges, and build a career. When you join Arcwood, you join a team that honors its legacy, values hardworking people, and shows up every day to protect people, communities, and the future we share.
Physical Job Requirements
